ChapterEight:NegotiationinworksituationsProf.XiaoshuZHU(PhD)Dr.ZhongqiDONG

LearningobjectivesAfterlearningthischapter,studentsshouldbeabletohaveageneralunderstandingofthefeaturesofthedifferentkindsofcommunicationatwork,i.e.bosstosubordinate,subordinatetoboss,peernegotiationandteamnegotiationscenarios;usetheguidingprinciplesfordifferentscenariosgiveninthechapter;extendthelogicof“give-and-take”toexternalcommunication,andeventointernationalnegotiations.

Puttingtheoryintopractice国际谈判中的主动权：“自主占优，方案可控。”Theinitiativeininternationalnegotiationcanbeformulatedas:“Youexerciseyourautonomyandcontrolyourownplan.”无论是何种谈判情况都应有自己自主的方案，不要对方被牵着鼻子走。谈判方案应立足于自己可以控制的、主动的方向制定。Nomatterthenegotiationsituation,youshouldhaveyourownindependentplan,anddontlettheothersideleadyouoffyourplan.Thenegotiationplanshouldbeformulatedbasedonthedirectionthatyouhaveautonomouscontrolof.在企业内部沟通的情境下，你的自主方案可以用来与上司、同事及下属交换资源。Inthecontextofinternalcorporatecommunication,yourautonomousplanscanbeusedtoexchangeresourceswithsuperiors,colleagues,andsubordinates.

Negotiatingatworkmeans…(1)Negotiatingatworkreferstonegotiatinginsideacompanyororganization.Inthischapterwearegoingtoputintopracticethestrategies,tacticsandskillslearnedinpriorchapters.Youwillfindsuggestionsonhowtonegotiatewithcolleagues,includingyourboss/superior,yourpeersandyoursubordinates–thischaptermainlydealswithinternalnegotiations.Torelatetowhatyouhavelearnedinpreviouschapters,thetypesofnegotiationsaremainlyintegrativenegotiations(discussedearlierinthisbook).Inthistypeofnegotiations,typicallyadoptacooperativenegotiationstrategy,usingactivelisteningskills,andcontrollingemotions.Usingeffectiveandefficientspeakingskills,especiallypersuasionskills,arehighlyeffective.

Eveninternalnegotiations